by Perry Kapiloff | Apr 10, 2023 | Prime Time
Next time a persistent telemarketer gets you on the phone, instead of feeling annoyed … start a conversation. You could be talking to your next star seller. I recently worked with a new seller, “Bob,” who had started only 6 weeks earlier. He knew absolutely...
by Tom Ray | Mar 27, 2023 | Prime Time
How persuasive is speed when a consumer is deciding where to make a purchase? Turns out… very… Jay Baer, one of my favorite marketing gurus, conducted a study on Consumer Patience, and the results revealed this not-so-surprising statistic: “64% of customers say speed...
by Phil Bernstein | Mar 2, 2023 | Prime Time
It was the end of an extended chase. In early 2021, a longtime client underwent a management change and the new marketing director canceled everything with us. For nearly 2 years I’d been trying to build a relationship with the new guy. Phone calls, emails, a meeting...
by Jim Stoos | Jan 24, 2023 | Prime Time
The sky is falling, the sky is falling. If you have a ‘chicken little’ seller or client who thinks that the world is going to collapse due to a recession, inflation, or the like … here’s a bit of perspective to share: Let’s look at historical recession data in...
by Pat Norris | Aug 9, 2022 | Prime Time
I have watched hundreds of sellers and sales managers ask for money and have asked for a lot of it myself. And through the years, I have become convinced that the art of closing—securing new local revenue—has nothing to do with the facts we present. Rather, it’s about...